Ensuring sales training success among millennials is one of the biggest challenges faced by sales leaders. As digital natives, they are different from members of previous generations. Statistics show that millennials will make up percent of the workforce by 2025.
There is no doubt that millennials have the potential for great results in sales. However, they need a new management style and innovative sales training to foster that success. Here are few ways you can ensure sales training success for your millennial sales team.
Make Them Feel Connected
Based on a poll conducted by PGI, millennials want the people they work with to function as “a second family.” They want to feel connected, whether it’s to a brand, company or person. As far as sales enablement is concerned, the key is to understand that millennials are continually seeking purpose at work and also want to know how their job is helping them get to the top. They are keen to play an essential role in everything they do, including closing deals or prospecting.
Therefore, when you train millennials on your company values and brand messaging, help them understand that their contribution is important to the success of the organization. In this way, they will be more motivated and engaged in their training programs.
Use More Videos
According to research by the American Psychological Association, millennials perform better outside of formal settings and when they can use tools that they can apply to their work, such as video and mobile devices.
In 2010, research on millennial behavior found that multimedia content was an effective way to teach millennials. Using scenario-based training videos, for instance, that depict real sales situations can be a good way to keep millennials engaged in learning and prepare them for future challenges.
There is no doubt that information moves more quickly than ever. As a Proviti report points out, “for a generation accustomed to reading news in 140-character bites, brevity and simplicity are keys to retaining their attention.” Long paragraphs might be an ineffective way to design your e-learning. In a 2014 survey by the Rapid Learning Institute, 94 percent of L&D professionals said their learners prefer bite-sized online learning modules. Millennials want information that they can read quickly, whether in between meetings, on the way to work or while having lunch.
Gamification and Online Assessments
An innovative way to assess millennials’ knowledge is through online tests and quizzes. Using gamification to make assessments more fun is another great way to improve training. With gamification, employees are able to track their progress like they would in a video game. Gamification appeals to millennials especially; a Pew Research study found that more Americans between the ages of 18 and 49 play video games than Americans in older age groups. In addition, many LMSs allow managers to monitor their employees’ performance and check where they need more training or practice.
Training millennial sales teams can be challenging if you do not use the right tools. The key is to evaluate your sales training program, decide where you want go and over what time period, and then develop a well thought-out plan to achieve get there.